Head of Global Reseller Partnerships

Applied Intuition Inc.; Greater London; Hybrid; GBP 60,000 - GBP 80,000; Full time

Job summary

A leading technology firm in the UK is seeking an experienced partnerships leader to design and scale their global reseller program. This role entails defining the channel strategy while recruiting partners and driving revenue growth across varied markets. Candidates should have significant experience with channel programs and cloud marketplace strategies. The position requires a collaborative approach and commercial instincts to optimize program economics. This is a hybrid role with a requirement of being in the office 25% of the time.

Benefits

Competitive compensation

Generous vacation and parental leave

Flexible working hours

Qualifications

• Significant experience building and scaling reseller or channel programs.
• Hands-on experience with cloud marketplace go-to-market strategies.
• Ability to present to executives while managing operational details.

Responsibilities

• Define and execute global reseller strategy.
• Recruit and enable reseller partners in mature markets.
• Establish resellers as primary channel in emerging markets.

Skills

Building channel programs

Global operating experience

Hands-on cloud marketplace experience

Commercial instincts

Education

Bachelor's degree in a related field or equivalent experience

Job description

About the role

We're looking for an experienced partnerships leader to design, build, and scale our global reseller program. This is both a strategic and hands‑on role—you'll define our channel architecture while also recruiting partners, negotiating agreements, and driving revenue growth.

Our reseller strategy spans three distinct motions: traditional reseller partnerships, cloud marketplace transactions (AWS, Google Cloud, and Azure), and co‑sell relationships with cloud provider sales teams. You'll build a program that thoughtfully leverages each channel—accelerating growth in commercial and SMB segments across mature markets, enabling customers to transact through their existing cloud commitments, and establishing routes to market in regions where we have limited direct presence.

This role offers the opportunity to shape how Anthropic's AI technology reaches customers globally, working at the intersection of channel strategy, cloud partnerships, and go‑to‑market execution.

Responsibilities

• Define and execute our global reseller strategy across traditional resellers, cloud marketplaces, and cloud provider co‑sell programs
• Recruit and enable reseller partners in mature markets (North America, Western Europe) who can extend our reach into commercial and SMB segments
• Establish resellers as our primary channel in emerging markets across Latin America, Middle East, Africa, and Asia Pacific, selecting partners with strong local relationships and technical capability
• Build out our cloud marketplace presence on AWS Marketplace, Google Cloud Marketplace, and Azure Marketplace, including private offer capabilities and procurement optimization
• Develop strategic co‑sell relationships with cloud provider partner teams to ensure we're positioned in their deal flow
• Design program architecture including partner tiers, margin structures, marketplace economics, deal registration, and rules of engagement with direct sales
• Create enablement programs that help traditional partners become productive quickly while training internal teams on marketplace and co‑sell motions
• Partner with sales leadership to establish clear segmentation and routing logic that minimizes channel conflict while maximizing coverage
• Collaborate with finance to model the economics of each channel type and with legal to develop appropriate contractual frameworks for different regions and transaction types

Qualifications

• Significant experience building and scaling reseller or channel programs at a high‑growth technology company
• Global operating experience with an understanding of how channel strategy differs across market maturities
• Hands‑on experience with cloud marketplace go‑to‑market strategies and the mechanics of AWS, GCP, and Azure partner programs (private offers, co‑sell motions, marketplace incentives)
• Demonstrated ability to recruit partners who genuinely drive revenue, not just sign agreements
• Strong commercial instincts for designing program economics that balance traditional reseller margins, marketplace fees, and cloud provider incentives
• Comfort with ambiguity and the ability to build structure where none exists
• Effectiveness presenting to executives while also working through operational details
• A collaborative approach to working across sales, finance, legal, and product teams

Strong candidates may also have

• Experience in AI, cloud infrastructure, or enterprise software
• Prior exposure to emerging market channel development
• Track record of navigating cloud provider relationships and getting products prioritized in co‑sell programs
• Experience building channel programs that span both direct transactional models and marketplace distribution

Logistics

Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience.

Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.

Visa sponsorship: We do sponsor visas! However, we aren’t able to sponsor every role and candidate. If we make you an offer, we will make every reasonable effort to obtain a visa.

We encourage you to apply even if you do not believe you meet every single qualification.

To protect yourself from potential scams, remember that Anthropic recruiters only contact you from anthropic.com email addresses. Legitimate recruiters never ask for money, fees, or banking information before your first day. If you’re ever unsure, visit anthropic.com/careers directly for confirmed position openings.

How we’re different

We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. We value impact—advancing our long‑term goals of steerable, trustworthy AI—rather than working on smaller, more specific puzzles. We view AI research as an empirical science that has as much in common with physics and biology as with traditional efforts in computer science.

Come work with us!

Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space where you can collaborate with colleagues.

Equal Employment Opportunity

As set forth in Anthropic’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

Compensation

The annual compensation range for this role is listed below. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.